Selling Power Blogtag:typepad.com,2003:weblog-780938950265136752017-05-31T09:00:00-04:00News and Insight for Sales Leaders by Gerhard GschwandtnerTypePadIs the Most Critical Aspect of Your Sales Training Missing?tag:typepad.com,2003:post-6a011571fbc6ed970b01b7c8f95804970b2017-05-31T09:00:00-04:002017-05-31T09:00:00-04:00Today’s post is by Mike Fisher, vice president of client development at Integrity Solutions. What separates the successful salespeople from all the rest? This is the million-dollar question on the minds of leaders across industries today – particularly as new competitors enter and disrupt existing markets and the selling environment grows increasingly complex. We set out to answer that question in a recent survey of more than 200 sales organizations, conducted in partnership with the Sales Management Association, and here’s what we found: According to our respondents, a salesperson’s “achievement drive” (defined as attitude, motivation drive, and belief in their...Gerhard GschwandtnerHow to Audit Your Sales Training Content for Better Resultstag:typepad.com,2003:post-6a011571fbc6ed970b01bb099bb0cb970d2017-05-22T09:00:00-04:002017-05-24T14:42:33-04:00Today’s post is by Rick Lloyd, vice president of sales and client services at Unboxed Technology. With experience ranging from sales rep to trainer and manager to board member, Rick has a proven track record of providing successful sales enablement and custom training solutions. I have a bumper sticker on my car that says, “The older I get, the better I was.” My daughters think this is hilarious, and I’m in constant denial about the fact I’m older and heavier than I used to be. Then I have my annual check-up and I have to take off my shirt, step...Gerhard GschwandtnerSkill or Will: New Data About Sales Training Successtag:typepad.com,2003:post-6a011571fbc6ed970b01b7c8e33772970b2017-03-29T09:00:00-04:002017-03-30T15:49:03-04:00Today’s guest post is by Mike Esterday, CEO and Partner of Integrity Solutions. He has spoken and written on a wide variety of topics in sales performance, leadership and training. He founded the largest distributorship for Integrity Solutions and since then has helped organizations from over 120 countries improve sales, service and coaching skills. If you’re like most sales leaders, you’re constantly hunting for the “secret sauce” of sales success. You’re convinced that, once found, that secret sauce will put your organization over the top – and into the rarefied group of consistently top-performing companies. Look no further. Chances are...Gerhard GschwandtnerCoaching Your Sales Team Is Easier than You Think!tag:typepad.com,2003:post-6a011571fbc6ed970b01bb093bd987970d2016-10-13T09:00:00-04:002016-10-21T12:38:59-04:00Research shows that on-going sales coaching that follows sales training has 400 percent more impact on productivity than sales training delivered without coaching. For managers who haven’t established a habit of providing coaching, here are some steps to begin the process.Gerhard GschwandtnerSeven Best Practices in Sales Coaching: Research Reveals How Companies Make It Worktag:typepad.com,2003:post-6a011571fbc6ed970b01b8d204d848970c2016-07-28T09:00:00-04:002016-07-28T09:00:00-04:00Training Industry, Inc., and Richardson teamed up to find out how organizations across industries are supporting sales coaching. Nearly three-quarters of the respondents – 74 percent – said their programs were “very” or “somewhat” effective, and 51 percent of those who rated sales coaching as “very” effective also said they “always” used sales coaching in the past year. Here are seven best practices based on top takeaways from the report.Gerhard GschwandtnerSix Characteristics of World-Class Sales Coachestag:typepad.com,2003:post-6a011571fbc6ed970b01b8d20313fe970c2016-07-12T09:00:00-04:002016-07-12T11:22:20-04:00Great sales coaches know who to coach, when to coach, and to what to coach. If you want to have a world-class selling organization, you must coach, no excuses allowed. Coaching in sales effectiveness is like coaching in any field where greatness is expected: it is imperative. The following six characteristics will set you on the right path to becoming a great coach. Gerhard GschwandtnerWhy Your New Sales Technology Tools Won't Solve Your Sales Problemtag:typepad.com,2003:post-6a011571fbc6ed970b01bb0917904c970d2016-07-06T09:00:00-04:002016-07-06T11:21:16-04:00All sales organizations have problems. Sales technologies or tools solve problems. Logic would seem to tell us that all we need to do is match a technology to a problem and voilà – problem solved! Yet, as every sales leader knows, this is not how it works. All too commonly, organizations apply technology in an effort to fix their pressing sales challenges but their expectations for it go unrealized. Why?Gerhard GschwandtnerHow to Remove Barriers to Effective Sales Coachingtag:typepad.com,2003:post-6a011571fbc6ed970b01bb09124887970d2016-06-23T09:00:00-04:002016-06-28T15:26:12-04:00As many as 80 percent of managers believe they are good sales coaches. Most of them are wrong. Why? Typically, there are two barriers in the way.Gerhard GschwandtnerHow Top Gun Sales Training Drives Performance for Salestag:typepad.com,2003:post-6a011571fbc6ed970b01bb0904e871970d2016-05-24T09:00:00-04:002016-05-24T09:00:00-04:00What many sales managers fail to understand about sales training is that it must be a continual process – not a one-time event. Otherwise, new skills simply don’t turn into permanent behaviors. And that’s a waste of training time.Gerhard GschwandtnerTop 3 Insights from the Richardson Sales Training Surveytag:typepad.com,2003:post-6a011571fbc6ed970b01bb08d3509b970d2016-05-10T09:00:00-04:002016-05-10T09:00:00-04:00We recently published the Richardson 2016 Selling Challenges Study, based on responses from over 400 sales professionals. Here are three major highlights from the study. Gerhard Gschwandtner